Insurance Agents Talk Shop
Lively discussions with insurance agents and other insurance professionals regarding issues of the day, challenges experienced, successes enjoyed, innovations explored, and more. Join us to gain insights – unless you already have “all the answers”. Hosted by Doug Coombs, Chief Marketing Officer for SIAA – the largest network of independent insurance agencies in the United States.
Insurance Agents Talk Shop
Insights and Inspiration from IA Evolve 2023
Join us as we explore the insights and ideas that came to life at IAEvolve! In this episode, our guests, Brendan Mulcahy, Vice President of Technology and Innovation Partnerships at SIAA, Jillian Wolley, Marketing Manager, Partnerships at SIAA, and Lisa Grover, Vice President of Marketing at SIAA, share their unique perspectives and reflections on what has become the premier virtual conference in the world of insurance agencies, with a focus on innovation and technology.
Hello and welcome to Insurance Agents Talkshop. I'm your host, Doug Coombs, Chief Marketing Officer at SIAA. Today's episode is Insights and Inspiration from the IAEvolve 2023 Virtual Conference. This episode of Insurance Agents Talkshop is going to provide some insights into the ideas and discussions that occurred at the IAEvolve conference, which I think are worthy of further discussion here on this podcast. To help me bring some of those ideas and insights to light, I have three guests and colleagues joining this episode. The first is Brendan Mulcahy, Vice President of Technology and Innovation Partnerships here at SIAA. Brendan, thank you for joining me today.
Speaker 2:Hey, doug, glad to be here.
Speaker 1:Great Jillian Wally, marketing Manager Partnerships at SIAA. Welcome, jillian.
Speaker 3:Thanks, doug, excited to be here.
Speaker 1:Terrific. And Lisa Grover, vice President of Marketing at SIAA Welcome, lisa, hey, doug, thanks for having me back.
Speaker 1:Glad to have you. As a reminder, iaevolve is the premier virtual conference in the world of insurance agencies, with a focus on innovation and technology. It's an annual event and includes presentations and discussions from and with knowledgeable professionals. It also includes peer-to-peer networking and an exhibit hall with technology and insurance companies who provide a high level of innovation, technology or both. It's truly quite an event and I think we had a really good year this year. But, that being said, what I'd like to do is address my first question to Lisa, who is the project manager for IAEvolve. So now that we're past it and you've lived through it, my first question is how did it go?
Speaker 4:Wow, I'm actually still coming down from the energy of this year's conference. Well, nothing will probably top the excitement of that very first time we held this event in 2019. This year was probably the closest so far and I have to say it was probably went the smoothest as well, and I'm not sure if we're just getting better at it or the participants are more acclimated to virtual events probably a bit of both but throughout the day, we delivered 10 great sessions, you know, all in one day, along with a virtual exhibit hall and the networking activities and some fun stuff as well. So, yes, I would give it an enthusiastic success rating to this year's conference, and I also personally think that this was the best collection of content that we've had so far. So I know we're going to talk more about that, so I'll just leave it there for now.
Speaker 1:Well, that's good and we will get into that, because that's really, I think, what most people are listening to the episode today will want to hear some of the detail about what was covered in some of the sessions. I should clarify for everyone that all four of us on the podcast today served as hosts for various sessions throughout the conference, and that's part of what's driven me to bring this group together, because we were all although not necessarily in every session between the four of us, we did cover the majority of the session. So I'd like to ask all of you and we'll start with Brendan, no, I should say I like to ask all of my guests on the show and then start with Brendan what were some of the highlights from your perspective and, as you answer that, if you could tell us if there were any standout concepts or ideas that you heard while in one or more of the sessions.
Speaker 2:Yeah, and maybe I'll start with this. The first session I hosted was with VJ Rengarajan, who's a director on the Easy Links team at Applied Systems, and the biggest thing that I got out of this is actually sort of, you know, went throughout the entire conference and a lot of our speakers is that you're not doing this just for the sake of doing this. You're not looking into data for the sake of data. You're not looking into AI for the sake of AI, and a lot of these presenters and a lot of the sessions and the one that I hosted with VJ kicked it off that way You're investigating these technologies, these capabilities, with a goal of improving customer experience, or retaining more customers, or serving your customers more efficiently, you know, or growing your business, and I think you know from my experience talking to a lot of different agents around the country, I think sometimes the process can be sort of overwhelming, but I think a lot of the sessions were a helpful reminder that you're doing this for a reason and to focus on the why.
Speaker 2:So you know, I'd say like the highlight for me is when I looked at the sessions, when I looked at the presenters, you know, when I looked at the panels, that message seemed to sort of you know, permeate for me and sort of come through and that's you know. That's something I personally love to see.
Speaker 1:Terrific. So, Jillian, same question to you Any highlights from your perspective?
Speaker 3:Yeah, I think the major highlight was the different perspectives and uses of AI for independent agencies, and so, while AI is not necessarily new, I think that there are so many people that haven't used it or have really seen it or still see it as an abstract concept, and I think the session on preparing for carrier appointments had some great takeaways, especially in the current market. You know, the session had some great insight on what reports to pull from your agency management system to prepare for these meetings. So the numbers are front and center and that really helps the agency dictate the conversation and allow for them and the carrier to strategize together on what business to write and what makes sense for both parties. So I think it was really relevant for what's happening now and sort of what agencies are experiencing.
Speaker 1:Very good. So, Lisa, did you hear any specific concepts or trends or ideas that you'd like to share with our listeners?
Speaker 4:I was very fortunate that the two sessions I served as an SI host were panel style and, while I wasn't hosting it, I was able to catch the member panel on evolution and innovation that you hosted, doug. So I would say that the numbers prove that the bulk of attendees see a lot of value in hearing from their peers. We are so fortunate to have access to independent agencies of varying sizes, stages of growth, very different business models, and they're from different regions and geographic demographics across the country, so there's so much value to hear their stories. They're always the most popular and we're just so fortunate to have a number of agents willing to share their experiences across a range of topics. So, no, I'm not alone that these are. I enjoy them and others do as well.
Speaker 4:But back to your original question. Yeah, I actually wrote something down and I think, doug, you were the one that said this and I'm probably paraphrasing While you were hosting the member panel focused on digital innovation. For all the discussions around digital tools and innovation, it keeps coming back to the people. So, whether you're deploying a new system or application, how you do it and the process that it's improving and often its success or failure hinges on the people. And then again I saw this later I did a session with hiring and retaining talent, so that session was dedicated to the people and technologies around to support that. So yeah, I would say that was actually a surprise to me because I hadn't really thought much about it, but as the day unfolded it was sort of a common theme across all of the sessions.
Speaker 1:And that's interesting, and I'm going to kind of speak off of what you were just talking about in terms of the session about using data in terms of human resource, if you will, management, hiring, et cetera, that it was interesting to hear some of that panel discussion myself. And there's a book I'm currently reading Actually Jillian and I were talking about it the other day and it's called Surrounded by Idiots and it's a business book and it's about the different personalities that are identified through the disk system, which is one form of that. And what I'm getting at here is that it was neat to be reading that book and hear some of the discussion that was happening in that panel, with that panel and how data has now worked its way into all facets of what an insurance agent does, including the human resource component, and I just thought that was rather telling in terms of that panel discussion. I would also throw on there that one of the things that I really liked about the sessions and I would agree with you, Lisa, that the panel discussions do really well and I think largely because our members do like caring from other agents it's that peer-to-peer connection and I just love it when those participants on those panels really make things real world. In other words, this is what I did, or this is how I approached it, and this is what happened to me. But one of the things that I just want to throw out there that was talked about on that panel discussion about Crafting Tomorrow's Agency, and that was hosted by our CEO, actually, matt Masiello that launch, fail, learn, fix and that was actually mentioned by a gentleman by the name of Mark Rogers on that panel, and it was a great takeaway, and he did indicate that he I think he got it out of a brawl coat I can't remember who the author was or the book title, I don't think he mentioned it.
Speaker 1:But again, just hammering home that, for folks who attend this conference, there's some real world application in terms of what people have tried, what didn't work, what did work and you're right, I mean, I saw it as well. The numbers just seem to bear that out. That's what our attendees want to hear, so I just thought I would comment on that as well. Let me ask, then, if I could, that I'm talking about our perceptions of what our attendees seem to, what the attendees seem to want to connect with or who they want to connect with on this conference. Did any of you hear or see any comments from attendees regarding the specific content or the content of a specific session, or regarding the conference overall Meaning? Was there something that seemed to resonate with attendees through their words, if you will, of a session that you hosted? Let's start with Jillian on that one.
Speaker 3:Yeah. So I actually tried to stay close to the lounge chat, which is sort of the main chat, and there was some chatter amongst new agencies throughout the day asking questions about tech stacks, looking to connect with other newly established agencies, which I thought was really cool. That I Valve provided that space for them to ask those questions, find solutions and network with their peers. And then also there was some great feedback on the virtual exhibit hall being really helpful for an already established agency looking to fill in some gaps in their tech stack. So while that wasn't necessarily from the sessions, the overall conference, I thought that was really cool to see that feedback from some of the attendees.
Speaker 1:I agreed. That's great to hear. Actually, Brendan, did you have any experiences along that line?
Speaker 2:You know, I didn't get a chance to talk directly to people during the conference myself. I was sort of moderating or hosting my one panel right off and then I was trying to listen to another one, trying to listen to the content, and then I had another one that I was hosting. But I do remember I was watching. I think the first session that I hosted was one of the first of the day, right, so we were really just kicking things off. It was early in the morning out on the West Coast where we had people joining, and I just remember watching the number of people live in the session going up and up and up and up and up, To the point that it surprised me.
Speaker 2:I think I had to stop looking and we were approaching 300 people live first thing in the morning. So I really know this is something that's on people's minds and I've traveled around the country myself. I've talked with a bunch of these agents before and I know people are interested in the content, they're interested in what their peers are saying and in a lot of cases we mentioned the panel. That's always one of the most valuable things, and hearing other agents in those scenarios I think it's just tremendously valuable, so I didn't get as much chance to interact with people during the conference itself, but I know for a fact that I've had people asking me about these topics again and again.
Speaker 1:Great Thank you for that. And Lisa, how about you? Did you have anything that seemed to resonate with the attendees?
Speaker 4:Yeah.
Speaker 4:So like Brendan, I was fairly tied up during the day.
Speaker 4:But while this event is one day, it sort of has a vibe that continues, or outreach or that I and as being the kind of major point person for attendees, speakers, exhibitors throughout the planning, I have had some feedback post-conference and just sort of an awareness that some of the sessions there's been some buzz.
Speaker 4:I know the people since folks who do the human resources disk testing and they also offer a free disk evaluation to attendees, so I was connecting people after the fact. I think it was an awareness that didn't perhaps exist before on how that could fit with hiring and retention practices and managing and so forth. And then the other thing I would say is I heard from Stacey Cooper, our friend at Liberty Safeco and her session on websites. She has heard from a number of attendees post-session just trying to get some assistance. So I guess for me it drives home the fact that even though this is a one day event, this kind of support continues 365 days a year. Whether you're just connecting the right people with the right resources or just telling them where to find those, I think there's real value in that.
Speaker 1:Yeah, I wholeheartedly agree with that and I'll just comment that and although I did not actually host the Crafting Tomorrow's Agency panel discussion that I was, all I had to do was click start. But as I was listening to that and looking at the numbers to the same kind of comment that Brendan was making, just seeing how many people filed into the room in short order or attendees, it was really heartening, I should say, to see that, knowing that there was definitely an interest in that, this was a way that I think we are seeing support expressed for the content. I will say this that there were no questions taken because they were so full of content for that panel discussion. But I'll come back around now to the session you were talking about that Stacey Cooper of Liberty Mutual slash, Safeco hosted or presented on, and what I really gage from there was the number of questions and how quickly the questions started coming in from the attendees. It really showed a level of engagement and I think also a level of how real the content was to their day to day activities as insurance agents and that is also heartening to see and, as we know, most insurance agents aren't shy people, but it was very worthwhile the questions that they were asking and of course Stacey took the time to address those questions.
Speaker 1:But it was great content, very down to earth, and I thought that that was made it very relatable. It also had a couple of folks as Jillian was really mentioning about the networking allows and the general comments that were going on there Saw a few folks make the comment about how good the day had gone and how much they were glad they had attended. So I do think that the content was on the mark and to your point about maybe the best we've had so far. So I'm going to switch gears for a minute and ask if there were any key takeaways that each of you hope attendees gained and I realize that it may not be beyond the session that you were hosting or involved in or it might be, but either way, interesting to gain your insights there about key takeaways. And Jillian, why don't we start with you again please?
Speaker 3:Yeah, so I think some of the key takeaways really were AI focused. Again, I think AI can feel very abstract for most people at this point in time, and so I think that the three sessions focused on it gave different perspectives and really showed how these agencies can use them in their day to day, and I think a lot of people were really surprised at just how easy it can be once you sort of get some practice in there, and how you can use it in things like email, social media and even hiring. So I thought that that was a huge takeaway for a lot of our attendees.
Speaker 1:Yeah, I would agree with that as well. And, brendan, did you see anything in terms of key takeaways?
Speaker 2:Yeah, you know, honestly I just want to agree with Jillian there for a second, because I think it's really, really important is I think people get overwhelmed with when they hear AI sometimes. But I think the more people are hearing it, they're realizing hey, you're using AI to service your customers better, you're using AI to retain more customers, you're using AI to be more efficient. And I think some of the panels and the presenters that we had were giving real examples of hey, here's how you use AI, here's how you use data and sort of what the practical implication is for agents in their agencies. So I would say I hope people are realizing that there's a reason they're doing it and just start somewhere Don't get overwhelmed and sort of remember the why behind all of this.
Speaker 1:Brendan, I don't mean to interrupt you, but that's interesting that you talk about that and it's all good points. And I thought it was interesting on one of the panels and I'm sorry I'm drawing a blank on which one it was now, but they were talking about some of the limitations of AI, and one of the gentlemen from Grange, I believe, was talking about if you ask ChatGPT to name colors without the letter E, it will actually give you blue and red and I guess some others as well, and so and I don't know, we've talked a little bit now, I guess, in the last couple of weeks, about how AI or ChatGPT, excuse me was loaded up, ended at the end of 2021. And so if that wasn't actually loaded up into it, then it doesn't contain that information since then, and it was just probably just another factor, but it just went to show, I think, on a couple of these discussions, that AI is coming. Ai is here, you can utilize it and you can utilize it effectively, but it's not perfect and you shouldn't assume that it is so.
Speaker 2:Absolutely agree.
Speaker 1:All right, I'm sorry and I didn't mean to cut you off.
Speaker 2:No, no, but it's a great point, right, it's one of those things that I think it's important. People remember hey, you're using it for a reason, but remember to cross check things, remember to sanity check things. Ai and technology is not perfect and it's really important for agents to remember to I think it was Lisa mentioned in a little while ago hey, the people matter, right, our agents still matter. So you got to remember to take what technology and AI and data gives you, but remember, hey, I'm using this to serve my customers, I'm using this to grow my business, and the technology will never be perfect.
Speaker 1:Yeah, yeah, it's a good point. And one last piece of follow up on AI, if I may. It's the last episode we did of insurance agents talk shop. We decided that we were going to test the AI component in terms of the description, if you will, of the episode notes, and it was done through the software that we used to host the podcast. And it did two things it changed the title of the podcast of the episode, it changed the spelling of the guest and it also delivered too much copy in terms of and we didn't catch it. At first. We caught the spelling of the guest's name, but I did not catch that. It actually changed the title of the episode, which it changed the meaning, really, of what we were discussing. So it was interesting that, again, learning from my own mistake, that when you do use AI, you do need to use your own mind as well, make sure you double check things. So just throwing that out there. So, lisa, what about you? Did you have some takeaways that you thought you hope attendees gained?
Speaker 4:I did, and I'm going to skip over my AI takeaway, since I think we covered that adequately and I'm actually going to bring this back high level in big picture. So we had different types of guests. We had agents, we had some carriers and we had some technology product folks. Really speaking, all of our speakers fall into one of those three categories and for me, because I've had the opportunity to listen to all of them and this isn't the first year it keeps reinforcing the fact that innovation doesn't happen in one of those buckets by itself.
Speaker 4:It's a collaborative thing and they all interweave together and often it's a jumping off point, so something feedback or something that the technology folks are working with carriers and we work with all three of those as well. So it is sort of a group effort to keep this running smoothly and to evolve over time, which is the purpose of this conference. So we'll continue to invite all of the stakeholders in this environment going forward and I think there's some real value in that. And especially, I liked some of the sessions that had different types in the same session. So I think there was the one with the carriers and the tech together, so that for me again, there's sort of three legs to the stool, if you will, for this to work, and I think that this conference exemplified that.
Speaker 1:For me yeah, very good, good comments. So I will throw this out there in terms of from my perspective, and since I did so much talking on it, I'll keep it brief. But one real world takeaway that I hope folks got is if they attended that first panel discussion on crafting tomorrow's agency. There was discussion about automating the basics of your agency, and I believe it was Mark Rogers who made the comment that if you have paper in your office, you're probably not ready for automation in other areas.
Speaker 1:And I just think that that was such an insight I shouldn't say insightful, because it seems so Basic and yet it's such a real thing and I know that there are listeners who have not done that, who have not eliminated paper from their office, but that that's a great place to start. But but the overall, the overall message there was get the basics automated first and then go from there. So that was a, I thought, a great takeaway for those who think that the whole you know, digitization, initiation issue is overwhelming at times. You start small and then go bigger, so Okay. So I'd like to take a moment and just give some props to the presenters who stood out at the conference, and I do want to say that all of our presenters and panelists were quite good. But that being said, lisa, did you witness any Participants or panelists or presenters who were especially engaging?
Speaker 4:Well, like you, it's hard to choose right. But and and I'm glad you just mentioned Mark Rogers because he he this is his second time that I've seen him on a panel and you know he's he's always welcome on any panel. But Miles Merwin, I hadn't seen him. It was my first time being introduced to him. He was also an agency, a panelist, and I was, I was really impressed. It was, you know, back to that real world, right. And then I Would also say, just because I I was Pretty close to the Hiring, managing and retention panel, nick and Steven both, both said so many things that resonated with me as someone who manages people myself, I really enjoyed them. So I was very happy to have that whole group. It was, it was fantastic.
Speaker 1:Terrific. So, brendan, how about you? Did you experience any presenters or panelists that were at the next level?
Speaker 2:Yeah, I mean not to beat a dead horse here, but I think anytime we hear from agents who are doing great things, it's really something that can just be really captivating, because I think a lot of you know, I think, a lot of the technology solutions that come about and a lot of the improvements in this industry, you know, obviously they come from agents who are really trying, testing, failing and, you know, gradually improving.
Speaker 2:So I always love panels like that.
Speaker 2:But you know the other one I hosted I hosted, you know, thomas Mann from aureus analytics right, and I really think that you know I enjoyed that session personally, just because I know a little bit about what the product can do and sort of who it serves, and I think it's a great example of you know when you actually hear, you know him talking about it and you know, if you know a little bit about, you know, solutions like that, there are products out there that are, hey, let's, you know, let's get by. You know Using data and talk about this is how it can help you grow your agency. So I would say a combination of you know, love hearing from the agents. I enjoyed hearing Thomas speak. I know the great one was the panel that Jason Walker from agency revolution led. So I mean it's a little hard to pick. If you made me pick my favorite, though, I'll always go with the agents that are that are really sharing experiences and out there trying things on the front line, so to speak very good.
Speaker 1:Fair enough, Jillian. How about you?
Speaker 3:So I'm gonna continue. On the AI train, tori mayors of client circle did an excellent job showing the audience. You know the real world application of AI and I think you know in our department here in the marketing department, we have used AI a bit and so you know we're pretty familiar with it. But it was really fun Seeing the audience see chat, gpt in real time being used and sort of the different prompts that Tori was was giving it, and so just seeing their reactions and and all of the questions that came in, it was just really cool to see them See you know how they can use it in real time and, oh wow, like I could use this to write an email. That takes me, you know An hour to think of the copy, where this will take me just a couple of minutes quick editing and then it's done. So I think his presentation was really fun and it was just really applicable. So I thought that he did an excellent job on that very good.
Speaker 1:And it's always a hit, I think, when the when the presenter is both engaging, engaging and providing material that the agents can actually utilize in a positive way. So good stuff. I will just comment that I'm gonna second the name Miles Murrin. It's interesting. I had Miles on as a guest on this podcast actually over a year ago and he was, he was quite good, and so I had kind of high expectations and he met them. So it was, it was good to see him in that environment and it was also.
Speaker 1:I'll give a send kudos out to Stacy Cooper, who this was also her second time as a guest and I would look forward to having her as a guest again in the future because the content that she brings to her sessions is just so real world. And again, her her session was web website optimization that drives small commercial leads, which is so timely given the market etc. And just the way that she engages with, with those who attend her session. You know she's using the chat functionality, she's asking questions and then she's presenting back based on the response from the, from the folks in the in the session. So I'll give her props as well.
Speaker 1:Okay, so I'd like to start with Brendan on the next question and this will be our last question because we're gonna get close to end of time here is Brendan, how do you see the discussions and knowledge that was shared on I, a Volvo at I evolve, contributing to the growth and development of the independent insurance in the distribution channel as a whole. And actually, as I think about it, you could comment on the macro level, on the macro level, on the the channel as a whole, but you can also comment, if you, if you'd prefer, or an addition to how it would Contribute to the growth and development at the agency level. So, um, yeah, I actually think those two.
Speaker 2:I think the agency level, in the macro level, I think they go right hand in hand. If you ask me, you know, if I dial it back a couple of years, you know I think people were really, you know, a little overwhelmed. You know, with technology and selecting technology and the number of solutions out there. You know, as data, you know in AI, you know as they started to, you know, be mentioned more and more. You know there is an element of that's great.
Speaker 2:I know I should be doing this, but I don't know why, I don't know how, but I think you know, you know what I've been seeing and I think it was exemplified by the sessions. You know pretty much, pretty much all of them, if you ask me. It's getting a lot more practical to people and it's getting a lot more actionable for people. People are getting to the point where, hey, I have access to all of this data, I have access to all of this technology and I'm seeing how I can use it to Cross-sell more policies. I'm seeing how I can look at the data and use it to retain more customers. I'm seeing it how, you know, I can use it to operate more efficiently, operate more, you know, in a more profitable manner.
Speaker 2:So I think the big difference is, you know it, you know, if we dial it back a couple years again you know it was a lot of buzzword, focus and you know, as I look across our panelists, our presenters, all of the different sessions, it's really getting to that point where it's much more actionable for people and when it gets more actionable to all of our agents the entire distribution channel is. They see how to, you know, sell more policies, as they see how to Grow, as they see how to retain that sort of drives. You know that individual agency level is driving the progress at the macro level. So I think the fact that the technology has just gotten so much more, you know, actionable for the smaller agents and larger agents is what's driving the growth, driving the development and making small agents that much more competitive, allowing them to punch way above their weight class, so to speak.
Speaker 1:Great, that's well put. Thank you, brendan. Jillian, do you have any thoughts on this?
Speaker 3:Yeah, I think Ivolve has really become this beneficial resource for agencies that are either looking to learn more about tech if they're new agencies or even those seasoned agencies that are looking to either change or add to their current tech stack. I think what Brendan said is that through these sessions, they're learning how to apply this technology to their day-to-day operations and it doesn't feel so abstract anymore. They're able to hear from their peers and from carriers and from the insure tech companies and put it all together for it to make sense in their own agencies. I think, additionally, what I said earlier is that Ivolve has also been a place to network. You see these new agencies asking questions of their peers, asking questions of the exhibitors there and really getting some of the answers that they're looking for just in one place. I think it serves as two different things it serves as a place for them to get information, but also a great place for them to network with folks in the industry.
Speaker 1:Very good. What you just described to me also spells efficiency, so that's good, Lisa. What do you think is the real impact of the content of IA Ivolve on the IA channel or the individual agent?
Speaker 4:I'm going to speak to the conference. You know unique value proposition a little bit, if I might. We all get invited to hour-long webinars, or agencies can go to state conferences or, if they want to pay, to go to an insure tech conference. That might be a little bit high level for a lot of independent agents. I think what we try to do is just deliver something that's available to everybody right, you don't have to travel, you don't have to spend any money but it's also a little bit more robust than just attending a 30-minute webinar. We do really try to find something that is unique and the conference itself has evolved since we started doing it in 2019. We do try to continue to collect speakers and content that is definitely tangible, relevant and going to have a practical application to the everyday independent agent.
Speaker 1:Got it Very good. We're running out of time, so I'm not going to impart any of my opinion on this Other than, I guess, to say that I think it's valuable to know that when we first started the conference, it was really about technology and digitization. It's blossomed to include that in more. I think about some of the things we talked about today the human resource component to a side of the house, if you will even as it relates to data. Also the fact that we focus a little bit more on innovation as opposed to just technology, because they're not necessarily one and the same. I will leave it at that. Brendan Mulcahy, jillian Wally and Lisa Grover thank you for joining me today. I appreciate it.
Speaker 3:Thanks, Doug.
Speaker 4:Great to be here. Thanks for having us.
Speaker 1:I'd like to remind everyone that the IA Evolved environment is still open, actually, and you can catch the full panel discussions and presentations for another couple of weeks. All you need to do is go to iaevolvecom To our listeners. Thank you for tuning in to InsuranceAgent's Talk Shop. If you enjoyed today's episode, please be sure to subscribe, rate and review us. I'm Doug Coombs, chief Marketing Officer at SIAA. To learn more about SIAA, the Agent Alliance, please visit SIAAcom. Thank you, everyone.